Hybrid Sales Tips: Sales Psychology and Focused Solutions.
In keeping with the current trend in our industry of hybrids, here are some time-tested tips that combine time-tested tips that combine sales psychology and focused solutions.
Create your own emotions.
[bquote]“If you want to be enthusiastic, act enthusiastic.” - Zig Ziglar.[/bquote]
Emotions often work backwards too. Use that to your advantage. If you are stuck in a negative emotion then you can literally shake it off. Change how you move, sit and stand. Act as you would like to feel.
Qualify fast to avoid wasting sale time.
There are many aspects of consulting (the PC word for selling) that you do not and will never be able to control, but one of them is your valuable time and how you choose to use it. Develop a list of sales qualifying criteria that prospects must meet in order for you to invest your time.
It’s not always about logic.
[bquote]“When dealing with people, remember you are dealing with creatures of logic, but creatures of emotion.” - Zig Ziglar[/bquote]
Logic is a tool but in the end, interactions and in life, we are emotional creatures. Just ask my fiancé. We all send and receive emotions from other people. That is why body language and voice tonality is said to be near 93% of communication.
Reaching Decision-Makers through the voicemail.
When prospecting, you can either view voicemail as either your friend or foe. It’s said that 70% of prospecting calls go into voicemail. Try to prepare 3-5 separate benefit-focused voicemail messages that you can leave over a period of days or weeks for a decision-maker.
What is important?
[bquote]“The royal road to a person’s heart is to talk to them about what they treasure most.” - Zig Ziglar.[/bquote]
Try not to talk too much about yourself and your life. Listen to others instead. When people talk about themselves they are more apt to believe that a solution or sale was their idea.
Have More Fun.
Sales is fun when you have at least some semblance of control and assisting customers reach their goals. A happy customer should translate to a happy salesperson. Focus on your customers’ needs and you’ll have a better chance to enjoy the process.
Lastly, since the Winter Olympics are underway, here is a quote from Herb Brooks, the coach of the 1980 Miracle on Ice hockey team. [bquote]“You must have goals in your life, or otherwise be prepared to be used by those people who do have them.” - Herb Brooks[/bquote]